Sales and Business Development is like the “lifeline” of any firm. Unless they get their hands dirty and bring on the business, it’s hard for the rest of the teams to survive. India is already undergoing a phenomenon change with its start-up evolution, however after seeding the idea and getting investor you need customers, the people who trust your idea and buy it! And that’s where Sales and Business Development team comes into the picture!
So, if you have been on a break or looking to hire someone good at or want to explore the area, here are the tips and tricks on what you should master to –
The Product Knowledge
I remember in one my previous firm one of the [newly hired] Sales executive went to visit the client. The client was happy with the demo and wanted to sign up, but he wanted the software to be compatible with Safari Browser, our Sales rep said a YES. However, when he spoke to the product team, he came to know that was the only limitation of the product.
The core is the product for Sales and Business Development, so make sure to have a thorough knowledge of
Features existing in current product
The plans
Limitations
Just for example – if you are into a cosmetic product, get familiar with the ingredients it has, the variations it offers, to whom it could be harmful, the way it has to be applied, shelf life, etc.
There is no course/training that could help you in learning product. The golden rules to gather product knowledge are –
Hands on exploring
Try to explore the product as a kid, bang it, break it, and take the less followed path.
Ask Questions [even if they sound dumb]
Prepare Notes
Think from Customer’s perspective, would he shell X money for this product unless you convince him?
That’s one of the reasons you need to have good communication skills. Some pointers that could help you –
Get command over a language
Know your audience.
Be ready with the Script before getting into a call/meeting.
Try to draft your script as you would tell a story i.e. to fill it with characters, expressions, pictures, videos and if possible special effects.
Be a listener, it shows that the communication is two-way.
Be attentive and shut down all distractions.
Keep it short and crisp, but it should still be impactful
Learn how to resolve conflicts, it's quite easy to get into arguments, so you need to know a way to resolve it calmly
Here are some of the courses that may help you – Storytelling | Preparing a successful presentation | Public Speaking| Speaking English on Phone, Meeting |Communication skill |Conflict Resolution and Conflict Management
Maintain a daily task list, even if you are not able to follow it religiously, it will help you ion tracking your tasks.
Use your commute time to make calls, Check/reply emails or stay up to date with latest news/trends
Learn to say NO to fewer priority tasks
Always have a backup plan ready, in case client does not turn up on time, what you could do.
Here is quick course that could also prove handy - Work Smarter not harder
You got a verbal commitment, but what matters is when the deal is signed and on paper. Hence, it’s vital for you to know the techniques to get a commitment on paper and close the deal. Experts have recommended ‘n’ number of deals here, here and here, but the bottom line is if your product addresses their problems, is within budget and most importantly you were able to strike a rapport with them the deal is sure to be CLOSED.
Engagement Post Deal Closure
Your job is not yet done, as maintaining a healthy relation even after the deal is signed is important. It could help you getting new references, recommendations, and even more business opportunities’. Some of the tips to follow –
Schedule monthly meetings to get feedback or know the improvement areas
Get suggestions on how things could be improved – process wise and product wise.
Get concerns noted and rectified, to gain trust on services.
Remember it's hard to reach to an individual’s pockets, but it's easy to reach to their heart and brain! Go on explore the world of sales! Happy #Reskilling ?
